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Dr Tony Alessandra

About Dr Tony Alessandra

Dr. Tony Alessandra has a street-wise, college-smart perspective on business. He helps companies convert prospects and customers into business apostles who will “preach the gospel” about your company and products; and how to out-market, out-sell and out-service the competition.

Dr. Alessandra earned a BBA from Notre Dame, an MBA from the Univ. of Connecticut and his PhD in marketing in 1976 from Georgia State University.

10 Sales Tips for Asking More Effective Questions

19 April 2016 by Dr Tony Alessandra

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Filed Under: Articles, Relationship Selling, Sales Prospecting, Sales Training

A winning image starts with a good self-image

19 November 2014 by Dr Tony Alessandra

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Filed Under: Articles, Self-Improvement

ADAPTABILITY-Can You Connect With Others?

12 August 2014 by Dr Tony Alessandra

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Filed Under: Articles, Relationship Selling

Burnout

19 April 2020 by Dr Tony Alessandra

How you can try so hard to succeed and yet fail I once knew a salesperson who was so successful that he failed. His sales and commissions were high and yet he failed. He was in his office at 6:00 a.m. each weekday and left at nearly 9:00 p.m. each evening. Weekends were used to… Read More

Filed Under: Articles, Self-Improvement

Collaborative Negotiating Strategies

5 July 2017 by Dr Tony Alessandra

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Filed Under: Articles, Negotiating

Collaborative Selling

14 October 2014 by Dr Tony Alessandra

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Filed Under: Customer Experience, Relationship Selling, Videos

Competition with Others

7 May 2014 by Dr Tony Alessandra

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Filed Under: Articles, General Sales, Self-Improvement

Customer Service – The DISC Styles Way!

31 July 2015 by Dr Tony Alessandra

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Filed Under: Articles, Customer Experience

DISC versus MBTI

10 March 2017 by Dr Tony Alessandra

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Filed Under: Articles, Sales Tools

Features versus Benefits

6 August 2014 by Dr Tony Alessandra

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Filed Under: Articles, General Sales

Following Up After Your Prospect Says “NO”

8 September 2011 by Dr Tony Alessandra

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Filed Under: Articles, Sales Prospecting

Foolproof Sales Training

23 February 2017 by Dr Tony Alessandra

As a sales coach, you are ultimately responsible for the performance of the sales team. Part of your mission is to improve their sales performance year after year. To achieve that goal, you carefully analyze and manage territories, hire and fire, set minimum standards, set goals, create incentive programs and provide on‑going sales training and… Read More

Filed Under: Articles, Motivational Management, Sales Coaching, Sales Management, Sales Training

How Adaptable are YOU?

22 September 2015 by Dr Tony Alessandra

What IS Adaptability? The concept of adaptability, as developed by Dr. Michael O’Connor, co-author of The Platinum Rule®, is a two-part process.  It combines flexibility with versatility. Flexibility is your willingness to adapt. It is your attitude. Versatility is your ability to adapt. It is your aptitude. The first half of the high adaptability formula… Read More

Filed Under: Articles, Sales

How to Ask the Right Questions

19 May 2019 by Dr Tony Alessandra

Information gathering ‑ asking the right questions at the right time ‑ is essential to success in sales. Through skillful questioning, you initiate and maintain conversation that leads to sales and builds your image as a professional. No matter whether your prospects are reticent or talkative, your questioning skills will help you to uncover and… Read More

Filed Under: Articles, Questioning Techniques, Sales

How to Bring Out the Best in Your Management Style

17 October 2014 by Dr Tony Alessandra

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Filed Under: Articles, Leadership, Sales Management

How to Bring Out the Best of Your Sales Management Style

4 March 2019 by Dr Tony Alessandra

If you are a manager of salespeople, you should be very aware of your leadership style to allow you to work more effectively with your sales reps and transform from being just a boss into a true leader. However, before you do that, you will need to identify your sales management style. I espouse using… Read More

Filed Under: Articles, Leadership, Sales Management

Identifying DISC Styles on the Phone

23 February 2018 by Dr Tony Alessandra

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Filed Under: Articles, Sales Prospecting, Sales Training

Is it easy to be counted as a Genius?

16 July 2014 by Dr Tony Alessandra

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Filed Under: Articles, Self-Improvement

Key to Effective Feedback

2 June 2014 by Dr Tony Alessandra

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Filed Under: Articles, General Sales

Most People Aim at Nothing in Life… and Hit it with Amazing Accuracy

2 September 2016 by Dr Tony Alessandra

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Filed Under: Articles, Motivation, Self-Improvement

Most People Aim At Nothing In Life… And Hit It With Amazing Accuracy

6 September 2019 by Dr Tony Alessandra

There is an old saying: “Most people aim at nothing in life . . . and hit it with amazing accuracy.” It is a sad commentary about people, but it is true. It is the striving for and the attainment of goals that makes life meaningful. People who have no goals feel emotionally, socially, spiritually,… Read More

Filed Under: Articles, Self-Improvement

Motivating Employees: Money Isn’t the Solution

14 September 2017 by Dr Tony Alessandra

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Filed Under: Articles, Recruitment & Retention, Sales Management

NEGOTIATING TIPS

16 October 2014 by Dr Tony Alessandra

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Filed Under: Articles, Negotiating

Remember the famous TV show, “All in the Family?”

22 October 2015 by Dr Tony Alessandra

“Edith do you know why I can’t communicate? Because I’m talking in English and you’re listening in dingbat!” Well, maybe Archie Bunker could benefit from learning how to communicate in “dingbat”! Then, he could mentally change places with Edith to understand her expectations instead of just his own. Every day I face the potential for… Read More

Filed Under: Articles, Self-Improvement

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